 | | SALES MEETING TOOL KIT: CONVERTING EXPIREDS | |
|  Introduction Component 1: Facilitator Talking Points Component 2: Agenda Component 3: Handout 1: 7 Sure-Fire Ways to List Expireds Component 4: Handout 2: A Expired Prospecting Plan Component 5: Activity 1: Responding to Expireds' Objections Component 6: Responding to Expireds' Objections Answer Sheet Component 7: Handout 3: 10 Questions to Ask Expired Sellers Component 8: Activity 2: Role Play—Expireds Up Close Component 9: Activity 2: Role Play—Expireds Up Close—Discussion Directors Component 10: Handout 4: 6 Warning Signals That an Expired Won’t Sell | Handout 1 Component 3: 7 Sure-Fire Ways to List Expireds 1. Call early. Check your MLS for expireds and call sellers before they leave for work to set up an appointment. Even better, deliver a marketing package the same day. 2. Listen. Ask them why they think their home didn’t sell, and then give specific examples of what you will do differently. But remember to be positive; don’t criticize the other salesperson. 3. Take the homeowner’s side. They are angry and humiliated that their home didn’t sell. Be empathetic to these concerns and reinforce to them that they have a desirable home. 4. Provide value immediately by offering a competitive market analysis and examples of your marketing materials. Use material available from the MLS to write a sample ad for the expired property. 5. Give expireds a marketing plan demonstrating how you’ll promote the property. Tell them specifically what you will do in the first two weeks and the first month of the listing to ensure that buyers and other salespeople are aware of their home. 6. Convince expireds that you’ll keep them in the loop. Promise to call them on the same day each week and update them on your activities. 7. Give sellers the right to fire you with 10 days' notice. This will convince them that you intend to perform. (Be sure that your listing agreement ensures that you will still receive a commission if the property is sold to a buyer you introduced to the transaction. Expired Prospecting Plan > |